ValuClarity

Nathan Kievman runs Linked Strategies, which has grown from a LinkedIn lead gen shop to something far more valuable — and far more successful. He’s evolved his business into “Accelerating the Growth of Conscious and Transformational Companies and Individuals”. To achieve that customer outcome, Linked Strategies has had to offer more services, rethink its talent strategy, and create a highly engaged culture. This is an extra-length episode, because Nate keeps dishing out insights.

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Season two of the ValuClarity podcast featured some major executive themes, and Gayle Keller helped me cover one of the most important. Gayle has been a successful woman in a STEM-related business,..isn’t it sad that she’s an anomaly? Gayle is committed to helping women find their voice and their confidence. WE had a great conversation about it. Thanks, Gayle!

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From the Israeli Army to running her own business, Dr. Karen Jacobson has learned leadership lessons that she shares with her clients in her leadership practice. She Aligns leaders and their teams, helping them achieve high performance. We talked about what leadership means in the post-Covid environment, and with workers of all levels. We went deeper than than the glittering generalities around what effective organizations do; we dove into the hard financial impacts that an aligned team achieves. Thanks Dr. Karen!

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Kurt Shaver is with Vengreso, who helps sales teams become adept at using sales tools from THIS century (Kurt’s expression). They are masters at LinkedIn and now, one-to-one video messaging. The blessing of these tools is also that they are simple and powerful. The curse of these tools is that they are so simple and powerful that it’s easy to misuse them: approaching people and immediately selling. We had a great conversation about selling in the modern world. Thanks Kurt!

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Jerry Gowen has retired from a career as one of the best value sellers I’ve ever come across. We agreed to sit him in front of a microphone to share some of his approaches to sales, punctuated by a few of his experiences in selling highly engineered products. We spent most of this episode talking about understanding the customer, doing your homework, as well as finding and developing internal advocates, This episode is not only instructive for sellers, but corporate leaders should listen to the example of the customer/project focused team.

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Lee Salz is a best-selling author (check out “Sales Differentiation”) and sales strategist. As kindred spirits on Sales and value, we always have great conversations, and decided to have one with the microphone turned on. Lee shared some great stories about his work with his clients on helping them differentiate how and what they sell. Thanks, Lee!

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Jerry Gowen is a former colleague…and one of the best salespeople I ever worked with. We’ll be having a whole series of conversations together. In this first conversation, we talk about selling value, but I tried to steer the conversation to that foundational skill: understanding your customer, their world, and their business. Part of what makes Jerry a great seller is that he’s also an old-school renaissance man: he reads widely and deeply on multiple topics.

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Alan Brunton has been an “audio guy” for decades, as a performer and more often, as a sound engineer. In his quest for understanding how humans are impacted by the sounds around us, he discovered some physiological quirks of the human aural (sound-processing) system, and founded a company whose software takes advantage of — and improves attention and retention of — the audio tracks you listen to. HIs company, Cymatrax, is a sponsor of the ValuClarity podcast, and we’re a beneficiary of his sound processing.

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Kevin Dixon, founder and CEO of Boxxstep (www.boxxstep.com) led sales organizations in the “high consideration B2B” space for years. Like me, he’s found that buying committees have grown, and with that, decision complexity has grown — and “no decision” has become by far the dominant competitor. In response, the average company’s selling approach has become more mechanized and seller-centric: exactly the wrong approach. We had a great, wide-ranging conversation about what’s needed by today’s selling organizations.

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Jim Hardwick has led sales organizations for decades, and now does it as an outsourced CSO for companies in scale-up phase. He loves setting up the selling system in companies, and clients get to use a high-end skillset on a part-time basis, allowing them to ramp up more skillfully, rapidly, and scalably (is that a word?) than otherwise. Part of what makes Jim special is his mature outlook on the profession of selling, and how it is an act of servant leadership…Jim’s true gift.

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